Do You Follow This Sales Rule?
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Do You Follow This Sales Rule?

We’ve talked recently about the importance of having the right mindset and skill set in sales, along with how to work your way through the buyer-seller dance. Once you’ve mastered those, it’s important to look at your level of activity. I’ve sold professional services my entire career. First in banking, then in my coaching practice. Because…

In the Buyer-Seller Dance, Are You Leading or Following?
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In the Buyer-Seller Dance, Are You Leading or Following?

The buyer-seller dance is a metaphor for the dynamic that occurs between buyers and sellers during a sales call. Both parties have their own goals and agendas, and they are constantly trying to influence each other.  Who leads in the buyer-seller dance depends on a number of factors, including:  In my experience, if we don’t…

How to Become the Salesperson People Want to Buy From
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How to Become the Salesperson People Want to Buy From

Having success in sales can sometimes feel easier said than done. It takes hard work, dedication, and a willingness to learn and grow. It also takes the ability to overcome rejection and setbacks.  I was asked by a former coworker in banking to provide sales training to their commercial bankers. Because I had run sales…

Selling: It’s Not About You, It’s About Them
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Selling: It’s Not About You, It’s About Them

Every salesperson has a big dream of exceeding sales goals, making lots of commissions or incentives, and getting the recognition among peers and executives in their organizations. The problem is when the idea of sales comes up, many of us re-live the experience of the last time we went into the car dealership. We experienced…

ProfitSense Episode 53: Andrew Sullivan, Sullivan and Schlieman Wealth Management, Ken Madren, PermaTherm Inc., and Jim Pursley, Factory Automation Systems
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ProfitSense Episode 53: Andrew Sullivan, Sullivan and Schlieman Wealth Management, Ken Madren, PermaTherm Inc., and Jim Pursley, Factory Automation Systems

On this episode of ProfitSense, we welcomed three accomplished company leaders to delve into various aspects of successful businesses, financial management, and future planning. Andrew Sullivan, Sullivan and Schlieman Wealth Management, discussed year-end financial planning and common issues that prevent people from achieving financial success in retirement. Ken Madren of PermaTherm shared the impact of communication on business…

3 Quick Tips for Perfecting Your 2024 Projections
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3 Quick Tips for Perfecting Your 2024 Projections

Projections are critical to knowing whether your profit and loss and balance sheet forecasts are realistic, especially if you will use these projections to obtain financing or attract investors. Whether you’ve finished your 2024 projections or not, here are 3 tips you need to know to put the finishing touches on your forecast for next…

ProfitSense Episode 52: Dee Barnes, Evans Tool & Die and Evans Metal Stamping & Laser Cutting
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ProfitSense Episode 52: Dee Barnes, Evans Tool & Die and Evans Metal Stamping & Laser Cutting

Dee Barnes, CEO of Evans Tool and Die, joined host Bill McDermott to discuss how her 75-year-old family-owned business has successfully navigated the manufacturing industry’s challenges and embraced its opportunities. Dee focused on the importance of trade skills within the sector and the resurgence of manufacturing in the United States. They also delved into how…

The Ugly Truth About Closely Held Businesses
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The Ugly Truth About Closely Held Businesses

Every business owner has a big dream for their business and wants to make it happen. The problem is many business owners think they can stop working without transitioning ownership. This belief says that these owners believe that their businesses are an asset that can produce returns without their involvement. To most people however, the…

The One Question Every Business Owner Should Be Able to Answer
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The One Question Every Business Owner Should Be Able to Answer

What’s my business worth?    In a recent study, business owners were asked what they estimate the value of their business to be. 10% didn’t have a clue. The other 90% answered in a wide range between $500,000 and $100 million.    Further when asked how they arrived at that valuation, 2/3 answered that they had no…

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